Sales Operations Manager

Indigo is working to harness nature to sustainably feed the planet.  We have discovered a transformational opportunity to improve global crop yield and reduce the use of agricultural chemicals and fertilizers by utilizing the core microbiome inside plants to confer material yield and crop protection benefits across a variety of crops, geographies and stresses.  The challenge and opportunity for Indigo is to gain critical first mover advantages by scaling quickly and effectively (~$1B 2020 revenue.)

Responsibilities:

• Become a trusted liaison between Indigo’s functions using Salesforce and the technology/product management team
• Define the working relationship between IT and the business. From ticket intake and creation, to prioritization and approval, through development and User Acceptance Testing, to deployment (aligned with training and enablement). Defining processes where there are handoffs
• Develop a roadmap for Salesforce updates and modifications with a focus on sales operations and maximizing sales team effectiveness
• Become a partner in the development and implementation of the North America Go-to-Market strategy
  • Use our Salesforce instance to maximize sales effectiveness for our salespersons. Partner with Commercial Business Intelligence and Data Innovation teams to create a data structure and object relationships that enable functional reporting and analysis at the management and aggregate levels
  • Gain an understanding of how current salespeople use Salesforce in their business and identify the improvements most impactful to the teams and present to stakeholders for discussion and development
• Become the go-to-resource for all business user functions’ Salesforce business process and enablement requirements
• Build a team of business analysts to support the interlock between North America Commercial, Marketing, and each Offering
• Manage territory updates and manual cross-system adjustments to drive greater Salesforce data quality
• “Own” processes for correct process and ticket documentation
• Establish relationships with Offering Leads, IT, Software Product Leads, GBS, Sales Teams, and other key stakeholders
• Gain significant mindshare of the sales team towards Salesforce demonstrated by an increased adoption and data input integrity
• Bring a strong knowledge of business operations and Salesforce capabilities to Indigo.
• Assist in the organization and refinement of business processes as they are being written as they pertain to Salesforce issues
• Understands and embodies our mission & core values
  • Excited by Indigo’s mission; believes that Indigo can fundamentally change the agriculture industry; can clearly articulate passion for our mission and values
  • Optimistic and innovative; solution-oriented; shows no signs of cynicism
  • Will be widely viewed as someone who personifies our core values, is committed to them, and leans on them when making decisions. Specifically:
    • Demonstrates a track record of high integrity - doing the right thing, owning mistakes, conducting oneself honestly
    • Values, communicates, and interacts with others with high levels of transparency and respect
    • Collaborates well across functions; creates an inspiring and collegial work environment

Competencies: 

• Understands and embodies our mission & core values
• Excited by Indigo's mission; believes that Indigo can fundamentally change the agriculture industry; can clearly articulate passion for our mission and values
• Optimistic and innovative; solution-oriented; shows no signs of cynicism
• Will be widely viewed as someone who personifies our core values, is committed to them, and leans on them when making decisions. Specifically:
• Demonstrates a track record of high integrity - doing the right thing, owning mistakes, conducting oneself honestly
• Values, communicates, and interacts with others with high levels of transparency and respect
• Collaborates well across functions; creates an inspiring and collegial work environment

Qualifications:

• Minimum 5+ years’ BA experience using Salesforce.com CRM
• Experience soliciting, gathering, and analyzing user input and requirements
• Experience matching AppExchange products with business needs
• Experience managing CRM systems, ideally Salesforce, in high-growth company
• Salesforce CPQ / Docusign / Conga experience is a plus
• Up to 50% travel required
• Bachelor’s Degree required. Salesforce Admin and Consulting Cloud Certification (Sales, Service or Community) Certification required
• Extensive experience with Sales Cloud functionality, including Lead, Opportunity, Account & Contract Management
• Experience with Agile Scrum Delivery framework & Backlog management
• Experience defining & driving Commercial sales processes, and working with technical teams to have these processes enabled through CRM
• Experience with Jira is a plus
• Experience creating User / Functional Requirement Specifications & similar documentation
• Salesforce certifications are a plus
• Experience using Lucidchart / Visio or similar to document data models and process flows
• Salesloft experience is a nice to have